Hiring part-time sales reps seems like a smart
proposition--fewer benefits to pay, and lower overhead and salaries
than full-time reps. But can a business really score with part-time
reps?

Yes. And it's a growing trend, according to Kent
Billingsley, president of AIM Sales Group, a Coppell, Texas, company that
helps entrepreneurs grow quickly and generate more profitable
revenue. He offers the following pros, cons and advice for hiring
part-timers.

Pros:

Access to great talent at a fraction of the normal
rate

Limited overhead due to reduced costs

Cons:

Prospects and sales opportunities won't wait
for a salesperson's schedule.

It's difficult to keep part-timers focused,
especially if their off time is split up or they have additional
jobs.

The team may suffer. Says Billingsley, "A
company must consider the impact on the whole team when a member
isn't always available."

Hiring Guidelines:

Find out what experience the candidate has in
working in a "fractional" position.

Be clear on specific expectations, including
number of calls, proposals, meetings, sales targets, quotas and
financial achievements.

See if the part-timer will be available to answer
questions on days off.